Senior Major Account Executive (EU & NATO)

Available Location: Netherlands (remote)

About the Role

The digital borders of the European Union and NATO are under constant pressure. State-sponsored attacks hybrid warfare and the race for AI supremacy have rendered legacy perimeter defenses obsolete. We arent just looking for a Public Sector salesperson; we are looking for a Sovereign Architect for the institutions that govern and protect us.

Cloudflare protects the Internet for the most targeted organizations on earth. With a massive global network that doubles as a localized data privacy engine we are uniquely positioned to solve the Public Sectors Impossible Trinity: Scale Speed and Sovereignty.

Now we need a Senior Challenger to bring this capability to EU Institutions and NATO. You will challenge the reliance on legacy government contractors and help Public Sector leaders rethink their national and collective defense from the network up.


What Youll Do

The Mission: Protect. Modernize. Lead

This is not a maintain and renew role. You are the General Manager of Cloudflares strategic relationship with the most critical bodies in Europe. You will navigate complex procurement landscapes to build a digital shield around the EU and NATO.

1. Construct the Strategy (The Market Maker)

• You are a builder. You will identify how EU bodies and Defense organizations can leverage our network not just for security but for Digital Sovereignty and operational resilience.
• You will navigate the complex web of Framework Agreements Tenders and Public Procurement to construct high-impact deals that modernize how these institutions operate.

1. Chorale the Policy Makers (The Challenger)

• You will engage Generals CIOs and Policy Leaders challenging their assumptions about how to secure classified and sensitive data in a cloud-native world.
• You will guide stakeholders through the shift to Zero Trust and Data Localization positioning yourself as a strategic advisor on cyber-resilience rather than just a vendor.
• You are credible in high-stakes environments capable of articulating how Cloudflares architecture counters modern geopolitical cyber threats better than legacy hardware.

1. Orchestrate the Mission (The Leader)

• You are the Mission Commander. You will mobilize a cross-functional villageincluding Public Policy Legal Solutions Engineering and Productto navigate the unique compliance and technical needs of the EU and NATO.
• You will act as an Eco-System Thinker working with specialized Global Systems Integrators (GSIs) and local partners who hold the keys to government contracts.
• You will own the long-game managing multi-year sales cycles with the tenacity of an entrepreneur building a business within a business.

Examples of Desirable Skills Knowledge and Experience

The Candidate: Diplomat & Disruptor

We are looking for a rare combination: the polish of a diplomat and the hunger of a disruptor.

• The Experience: You bring 7 years of enterprise sales experience with a heavy focus on the Public Sector EU Institutions or Defense (NATO). You understand the procurement language of Brussels and the security demands of Mons.
• The Mindset: You are Entrepreneurial. You dont wait for an RFP to drop; you shape the requirements before they are written.
• The Technical Aptitude: You are a Sovereignty Thinker. You understand the nuances of GDPR EU Cloud Certification (EUCS) and the importance of data residency. You can explain how a global network can still be locally compliant.
• The Approach: You are a Challenger. You are comfortable pushing back on how its always been done in government IT advocating for modern scalable and cost-effective solutions.
• Clearance: Ideally you hold or are eligible for NATO/EU Security Clearance.

What Makes Cloudflare Special

Were not just a highly ambitious large-scale technology company. Were a highly ambitious large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014 weve equipped more than 2400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work technology already used by Cloudflares enterprise customers--at no cost.

Athenian Project: In 2017 we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free so that their constituents have access to election information and voter registration. Since the project weve provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Heres the deal - we dont store client IP addresses never ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something youd like to be a part of Wed love to hear from you!

This position may require access to information protected under U.S. export control laws including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

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